Regional VP, Sales – BPaaS

Role Overview

• The Regional VP, Sales role is an individual contributor role focused on selling HealthRules Payer (HRP) to new logo prospects, with an assigned quota and defined territory/account list.
• Focus will be on Core Administration Business-Process-As-A-Service (BPaaS), Ecosystem-Platform-As-A-Service (EPaaS), Health Rules Payer (HRP) and Provider Data Management (PDM) solutions for Health Plans and Health Insurance Payer accounts (Regional Health Plans).
• Take the lead role in managing the assigned account territory to plan and execute sales strategy to acquire and grow relationships necessary to achieve annual quota.
• Manage all phases of the enterprise sales lifecycle including business development, lead identification and qualification, sales strategy, scope construction, proposal development, client presentations and contract negotiations.
• Leverage client relationships and detailed knowledge of clients’ commercial processes to ensure predictable execution of deals to achieve new logo revenue goals on an annual basis.
• Develop and leverage an in depth understanding of customer needs, industry trends and business and industry priorities, acting as subject matter expert for both internal and external audiences to evangelize Health Edge solutions and services.
• Facilitate the development and presentation of customer-focused demonstrations of HealthEdge solutions, working closely with other required resources and the sales support team as required.
• Manage the RFI/RFP process for all BPaaS, EPaaS, HRP and PDM focused RFIs/RFPs in the assigned territory.
• Show mastery of HealthEdge’s value proposition and align core offerings to develop and present sales proposals.
• Interact with all internal constituents necessary to secure sales, including: product management, professional services, finance and development teams when appropriate.
• Report status and activity for all sales pursuits on a weekly basis and keep all opportunities accurate in SalesForce.com.
• Participate in all facets of the HealthEdge sales team activities, including sales meetings, forecasting sessions, and companywide events.
• Perform all job functions consistent with HealthEdge policies and procedures, including those which govern handling of PHI and PII.

Requirements

• A minimum of 10 years of sales experience
• A minimum of 5 years of experience selling to healthcare payors
• A solid track record of meeting and exceeding sales quotas
• Understanding of basic payer processes including provider contracting, claims processing and benefits administration
• Strong interpersonal and presentation skills and experience
• Strong communication skills
• Strong proposal writing skills and experience
• Demonstrated leadership skills
• Demonstrated experience closing large payer transactions
• Experience selling deals > $5M in annual recurring revenue is highly desirable
• Knowledge of payer core administrative systems is required
• Some understanding of related technical areas, including SOA, Web Services, payor interfaces (i.e. EDI), .NET, J2EE, RDBMS, would be nice to have.
• Travel requirement surpassing 50%.

Tech Stack

• J2EE
• RDBMS
• SFDC
• .NET

Benefits

• HealthEdge commits to building an environment and culture that supports the diverse representation of our teams.
• We aspire to have an inclusive workplace.
• We aspire to be a place where all employees have the opportunity to belong, make an impact and deliver excellent software and services to our customers.